Consulting / Case Studies

Sales Competency Assessment

Activity:

Our client, an operator in the Nigerian financial services considered it imperative to build a strong a sales team and increase organizational sales performances, engaged FITC to deploy the Sales Competency Assessment Tool to selected members of client-facing staff in order to improve and optimize their existing sales and marketing skills and competencies.

Outcome:

In doing this, FITC deployed the Sales Competency Assessment tool to all 20 managers and sales executives; generated report for each participant; and thereafter conducted debrief sessions for the managers on coaching their sales people for success; and for all the sales executive on how to use the findings of the report to improve their performances.

Impact:

The exercise enabled sales managers to pinpoint each salesperson’s strengths and weaknesses, thus providing personalized coaching and mentoring based on their specific needs for the good of the organization.

Development of Competency Profiles & Job Descriptions

Activity:

Following the revision of its organizational structure, our client, a public organization, sought to create new Competency profiles and Job descriptions for its newly created roles. It therefore engaged the services of FITC to carry out a design of the relevant competencies and descriptions for a number of executive – senior management roles.

Outcome:

Amongst other steps, FITC reviewed the current strategic plan of the organization and how the newly created roles align with these plans, the aspired organogram and its value chain based on the core roles and its mandate. The short term and long term structural needs of the client were also addressed and reviewed through the development of the job descriptions and the desired competencies, as benchmarked with peer local and international organizations.

Impact:

The client was pleased with the level of professionalism displayed in carrying out the assignment and the timely execution of the assignment, in spite of the short time line given to FITC, and is also considering an extension of the assignment to cover other needed areas for organizational arrangement.

Human Resource Planning Process

Activity:

Our client, an important regulating agency in the Financial Services Sector, desired to optimize its workforce, provide a justifiable plan for internal recruitment, promotion and deployments as well as even irregularities of over-staffing or under-staffing among its functional areas and grades for the next three years.

Outcome:

With this, FITC was able to build on the existing rapport built from previous assignments. This fast-tracked the development of capacity through training, questionnaire design and deployment, information verification and analysis as well as reporting.

Impact:

The report from the process was well received by the board and management of the organization and now serves as a blueprint for the HR planning for the client over the next three years. It has informed the next promotion exercise in an objective and more transparent manner.

Staff Promotion Examinations & Interviews

Activity:

Four of our clients, who are operators or regulators in the Nigerian Capital Market and the Financial Services Sectors (Capital market, Insurance, banking and development finance), desired to ensure that staff are well motivated through objective and transparent promotion exercises. They, therefore, engaged the services of FITC to support with the conduct of the 2013/2014 edition of their annual staff promotion exercises (held in 2013, 2014 and 2015).

Outcome:

For each client, based on the shortlisted candidates sent to FITC and a mutually agreed examination syllabus, FITC subject matter experts developed contemporary industry–related questions (essays, MCQs and case-studies). FITC conducted the staff promotion examination exercise with the newly introduced computer based testing (CBT) approach, in place of the paper-based testing on multiple choice questions for the candidates, in addition to the essay-based writing examination for all senior staff pre-qualified candidates processes and generated a comprehensive assignment report which was submitted to the management of the clients for further assessments and decisions.

Impact:

The clients were pleased with the outcome of the examination exercises and expressed deep satisfaction at FITC’s high level of professionalism in the conduct of the exercise. FITC has further enhanced this service to a Computer-based assessment plus a balanced mix of essays and case-studies, psychometrics and interviews.

Organisational Re-engineering for Business Performance Improvement

Activity:

Our client, a power distribution company, was desirous of repositioning the company on a transformation path to efficient, productive and profitable organization. FITC was enlisted to support its business impact areas relating to people, strategy, structure, platforms, processes, performance, stakeholders and change management.

Outcome:

The project involved fact-finding and identification of gaps when compared to desired practices and results (diagnostic stage), proffering solutions to bridge the gaps (design stage) and implementing the recommended changes (implementation stage).

Impact:

The client expressed satisfaction at the conduct of the exercise. A comprehensive report on the project with recommendations for implementation was well received by the board and management of the organization, and now serves as a reference point in facilitating critical decision-making for optimal performance.

General Recruitment

Activity:

Our Client an operator in the Nigerian banking industry engaged FITC to carry out a general recruitment exercise for one hundred high-flyer operations staff across grade levels ranging from Executive Trainees to Senior Banking Officer and seven job roles.

Outcome:

Guided by the shortlisting criteria mutually agreed by the client’s Human Resource Department, candidates shortlisted were subjected to a Computer Based Test in three test centres nationwide. Interviews were thereafter held for candidates who passed the test, based on agreed cut-off mark

Impact:

FITC provided the bank with 120 candidates for final interviews with the bank’s management.The client was pleased with the recruitment process and all recommended candidates were employed to fill the vacant positions as advertised.

Executive Recruitment

Activity:

Our client, a power distribution company desired to strengthen its capacity to fulfil its mandate through the recruitment of highly qualified candidates to fill established vacancies in its organization structure.

Outcome:

FITC carried out the recruitment exercise for the specific job roles with advert placed in three National newspapers, and applicants who met the shortlisting criteria were shortlisted and subjected to three levels of the recruitment process – computer based test (CBT); first interview with board members; and second interview/chat with board members.

Impact:

Successful candidates emerged from the final selection and employment letters of contract were issued to them.

Board Evaluation

Activity:

In accordance with the provisions of the Code of Ethics for good corporate governance in all licensed banks in Nigeria and in its desire to entrench strategic decision-making growth in its projects, financial discipline and good corporate governance culture in its business dealings, our client, an infrastructural development financial institution engaged the services of FITC to conduct its 2013 Annual Board Evaluation, which helped to clarify various cogent issues the board had been unable to articulate.

Outcome:

To efficiently and effectively carry out this assignment, FITC first held interviews, via telephone and face-to-face, with each board member, with a view to obtaining first hand insight to the issues (if any), from the full leadership of the organization. Coupled with document reviews, FITC applied some assessment tools to provide a level platform for objective assessment of the board and to give a system-generated feedback that embraced individual differences in feedback, as well as some standardized optimal practice expectations for this level of leaders.

Impact:

The project was completed successfully with strong commendations by the board members. The client promised to implement the recommendations/suggestions made by FITC.